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Public Sector Strategic Account Executive, Federal Civilian
Sales
💰 Salary Not shared
📊 Market NA
About the Company
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. Fortune 500 is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. As a Strategic Account Executive, you'll help drive GitLab's growth across U.S. Federal Civilian agencies as we support government teams modernizing how they build, secure, and deliver software. You'll align GitLab's AI-powered DevSecOps Platform with agency priorities such as secure software delivery, continuous integration and continuous delivery, software supply chain security, FedRAMP-authorized platform requirements, agentic AI adoption, and infrastructure modernization in regulated environments. Reporting to a Regional Director, you'll own a strategic book of business and work directly with senior agency and technical stakeho
Responsibilities
- ● Support and grow strategic prospects and customers across U.S. Federal Civilian agencies to expand qualified pipeline and account growth.
- ● Build and execute account plans for your book of business, aligning stakeholders, buying criteria, next steps, agency modernization priorities, and long-term technology roadmaps.
- ● Lead account direction across pre-sales and post-sales activities in partnership with Solutions Architects, Customer Success Managers, Professional Services, Marketing, partner teams, and sales management to enable rollout, adoption, and long-term customer outcomes.
- ● Drive prospecting, pipeline generation, opportunity development, and forecast updates to grow qualified pipeline and maintain forecast accuracy across large, complex accounts.
- ● Navigate federal procurement cycles and position FedRAMP-authorized GitLab solutions for security, compliance, modernization, and migration conversations.
- ● Develop consultative proposals, quotes, and executive presentations that align technical capabilities with agency mission needs.
- ● Represent the voice of the customer by submitting product ideas through GitLab's public issue tracker and contributing to win/loss analysis and internal learnings.
- ● Educate customers on GitLab's AI capabilities, including agentic AI use cases, and align those capabilities with developer productivity, security, operational efficiency, mission impact, adoption, and expansion outcomes.
Requirements
- ● Experience selling technology solutions into U.S. Federal Civilian agencies and understanding the federal public sector landscape, procurement vehicles, compliance requirements, and agency buying cycles.
- ● Ability to manage large, complex opportunities with multiple stakeholders and maintain strong ownership throughout the sales process.
- ● Skill in using a consultative sales approach to link technical decisions and platform value to agency mission outcomes.
- ● Strong communication, negotiation, presentation, and relationship-building skills, including with executive-level stakeholders.
- ● Ability to work effectively with minimal supervision in a distributed, asynchronous environment.
- ● Familiarity with DevSecOps, continuous integration and continuous delivery, secure software delivery, application lifecycle management, or related software development workflows, with comfort positioning FedRAMP-authorized solutions in regulated environments.
- ● Ability to translate AI and agentic AI capabilities into clear public sector value propositions.
- ● Alignment with GitLab's values and openness to bringing transferable experience from adjacent public sector or enterprise technology environments.
- ● Benefits to support your health, finances, and well-being
- ● Flexible Paid Time Off
- ● Team Member Resource Groups
- ● Equity Compensation & Employee Stock Purchase Plan
- ● Growth and Development Fund
- ● Parental Leave
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